The Center of Excellence Sales Podcast

AI in the Car Business: Threat or Ultimate Sales Assistant?

In this episode of the Center of Excellence Sales Podcast, host Tim Genovesi sits down with Oliver Young, Ryan Albert, and Brad Taylor to explore one of the biggest shifts happening in the automotive industry today: artificial intelligence in car sales and service. As AI tools like ChatGPT, automation platforms, predictive customer data, and digital communication continue transforming the dealership experience, the team breaks down what this technology actually means for automotive professionals. Will AI replace salespeople and service advisors? Or will it simply make great sales professionals even better? The conversation dives deep into the future of automotive retail, including how dealerships can use AI to personalize customer interactions, improve transparency and trust, speed up the sales process, and create stronger customer relationships. The team also discusses real-world examples of AI-assisted car negotiations, the rise of automation in dealership operations, and why empathy, rapport, and emotional intelligence will remain irreplaceable in automotive sales. You’ll also hear insights on: * How AI is changing the dealership customer experience * Why customers still crave human connection in sales * Using automation to improve efficiency without losing authenticity * The future of automotive CRM and dealership data systems * Risks dealerships face with AI and customer data security * How tools like YAG Coach are training the next generation of sales professionals * Why transparency matters more than ever in modern car sales * The balance between technology and emotional intelligence in automotive retail Whether you’re a car salesperson, service advisor, dealership manager, automotive marketer, or simply curious about the future of AI in business, this episode delivers practical insights on how to adapt, stay relevant, and thrive in a rapidly changing industry. The future of automotive sales isn’t less human. It’s more human, powered by smarter tools.

Sales, Objections, and Confidence: The Art of Swinging Again

In this episode of the Center of Excellence Sales Podcast, Tim Genovesi sits down with Oliver Young, Brad Taylor, and Ryan Albert to break down one of the most important mindsets in automotive sales: just keep swinging. From overcoming objections to building customer rapport, this conversation dives deep into why the best sales professionals don’t get discouraged by rejection. Instead, they stay engaged, stay confident, and continue moving the conversation forward with energy, empathy, and skill. Ryan Albert, General Manager of Young Mazda Utah, shares insights from nearly two decades in automotive sales leadership, including how confidence, repetition, and authentic customer connection separate average salespeople from elite performers. The team also explores how sales becomes more enjoyable and more effective when you stop treating objections like roadblocks and start treating the process like a game. The episode covers practical sales techniques like bypassing and CRIC (Clarify, Rephrase, Isolate, Close), as well as the “Nine Key Phrases” that help reduce pressure, improve communication, and create stronger customer experiences in both sales and service environments. You’ll learn: * How top salespeople handle customer objections * Why confidence comes from repetition and practice * The difference between bypassing and avoiding questions * How to use CRIC to better understand customer hesitation * Why customers respond better when sales conversations feel natural * How emotional energy and attitude impact closing percentages * The importance of maintaining control while still making customers feel heard * How pressure-release language creates trust during negotiations * Why sales should feel more like a conversation and less like a confrontation Whether you work in automotive sales, dealership leadership, customer service, or any commission-based industry, this episode delivers actionable strategies to improve communication, build rapport faster, and create a more relaxed, enjoyable sales process for both you and your customers. Because the best closers aren’t the most aggressive. They’re the ones willing to keep stepping up to the plate.

Handling Phone Calls in a Text Only Generation

In this episode of the Center of Excellence Sales Podcast, host Tim Genovese is joined by Brad Taylor and Oliver Young to break down one of the most overlooked but critical sales skills: confidence on the phone. With a majority of customer interactions still happening over the phone, this episode explores why so many sales professionals struggle to convert inbound calls into real opportunities and how a lack of confidence directly impacts appointment rates, trust, and overall performance. What You’ll Learn: * Why 74% of customers call ready to book, but only 30% actually set an appointment * How lack of confidence creates uncertainty and kills deals before they start * The difference between answering questions vs. leading conversations * How to use curiosity and questioning to build trust instantly Key Topics Covered: * Why phone calls are still one of the most powerful tools in sales * How to guide conversations instead of giving control back to the customer * The importance of asking deeper questions to uncover real needs * How to handle common call-stoppers like “What’s my trade worth?” * Why excitement and curiosity are essential for building momentum Practical Sales Takeaways: * Stop doing what the customer can do on their own and start adding value * Use every answer as a bridge to the next question * Build confidence by understanding the customer, not just the product * Follow conversational “signposts” instead of rigid scripts * Use simple, confident language like “Let’s do this” to move the call forward Who This Episode Is For: * Automotive and powersports sales teams handling inbound calls * BDC agents and service advisors looking to improve appointment setting * Sales professionals who want to increase conversion rates and build trust faster * Managers looking to improve phone performance across their teams Key Takeaway: Confidence on the phone is not about having all the answers. It is about asking the right questions, guiding the conversation, and creating certainty for the customer. When you lead with curiosity and clarity, appointments follow.

Nine Key Phrases to Drill Down

In this episode of the Center of Excellence Sales Podcast, host Tim Genovese is joined by Oliver Young and Brad Taylor to break down nine powerful negotiation phrases that can transform the way you communicate, build trust, and close deals. Inspired by Never Split the Difference by Chris Voss, a former FBI hostage negotiator, this episode reframes negotiation as something far more collaborative than confrontational. Instead of viewing negotiation as a battle, the team explores how it is actually a shared process of finding alignment and creating win-win outcomes. What You’ll Learn: * Why negotiation is not a fight, and what happens when you treat it like one * How to lower tension and build trust instantly with the right language * The psychology behind disarming phrases that keep conversations moving forward * How to guide customers without applying pressure The 9 Key Negotiation Phrases: * “No problem” * “I’d be happy to” * “I understand” * “That’s the easiest part of my job” * “Please tell me no” * “Would you do me a favor?” * “I wouldn’t expect you to” * “Please allow me” * “I’m confident” Each phrase is broken down with real-world sales examples, showing how to: * Reduce customer resistance * Create a sense of partnership instead of pressure * Maintain control of the conversation without being aggressive * Build confidence and credibility as a professional Why This Matters: Every conversation is a negotiation, whether you are selling a vehicle, presenting a proposal, or navigating everyday interactions. The language you use determines whether that conversation becomes tense and defensive or collaborative and productive. Who This Episode Is For: * Sales professionals looking to improve closing rates * Automotive and retail teams navigating customer objections * Business owners and leaders focused on communication and influence * Anyone who wants to become more confident and effective in negotiations Key Takeaway: The best negotiators do not overpower conversations. They guide them. By using the right phrases, you can reduce tension, build trust, and move deals forward naturally.

Meeting Our Customer's Level of Expectation

In this episode of the Center of Excellence Sales Podcast, host Tim Genovese is joined by Brad Taylor (GM of Young Chrysler Jeep Dodge Ram of Morgan, Utah) and Oliver Young (Innovations Director at Young Automotive Group) to break down the four core customer expectations that every sales professional must master. Backed by decades of research from Gallup and insights from the book First, Break All the Rules by Marcus Buckingham, this episode explores what customers truly expect when they walk into your business and how failing to meet these expectations can quietly cost you sales, trust, and long-term relationships. What You’ll Learn: * Accuracy – Why asking better questions matters more than having all the answers * Availability – How being present (online, in-store, and everywhere in between) wins deals * Partnership – The shift from transactional selling to relationship-driven success * Advice – Why customers expect you to educate, not just sell Through real-world dealership examples and practical insights, this episode covers: * The biggest mistakes salespeople make when they assume instead of ask * Why modern customers are more informed yet still need guidance * How to build trust, generate referrals, and create lifelong customers * The difference between being a vendor and becoming a trusted partner Who This Episode Is For: * Automotive and powersports sales professionals * Business owners and managers focused on customer experience * Anyone looking to improve sales performance, customer retention, and trust-building * Marketers and brand strategists who want to better understand customer expectations Key Takeaway: If you are not delivering accuracy, availability, partnership, and advice, you are not just missing sales, you are missing long-term relationships that drive sustained business growth.